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Mach1 Air Freight, Inc.
Mach1 Air Freight, Inc. is growing quickly, and growth will continue to be a critical success factor in the years to come. Even though market growth prospects continue to remain strong, the company must be very careful not to sacrifice margin for volume. A high percentage of this profit growth will need to come from better-negotiated prices, dropping more to Mach1’s bottom line. Holding onto an additional percentage point in price has a tremendous multiplier effect on earnings.
To support revenue expansion, Mach1 is recruiting the most competent sales personnel available across the United States. In addition, Mach1 has retained the services of Edgeworth, Inc., a Pittsburgh-based, human-capital consulting firm, to develop and deliver a core sales training program entitled Mach1 Account Selling Strategies (MASS) to its sales personnel, which will enable new sales reps to become effective sooner in their careers, facilitating quicker payback to the company on its investment. MASS will also be provided to experienced salespeople as a fundamental method of learning optimum behavior in both planning sales and serving the customer in face-to-face meetings. Reinforcement and manager follow-up platforms are included in this program as well.
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MASS (Mach1 Account Selling Strategies) focuses on two objectives: driving business in both new and existing product segments and holding onto higher price points when securing the business.
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